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Whether you have specific questions about building a more effective B2B sales operation—or just want to know which questions you should be asking—the library of questions in the SellingBrew Playbook makes it easy to find the answers and resources you need.

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  • Is speaking about loss avoidance really more powerful than highlighting upside gains?
  • Any ideas for teaching our salespeople how to deal with Procurement?
  • What are some good next steps to take once we've gleaned some solid insights about our competitive set?
  • Should I give my salespeople a specific price, or is a range OK?
  • When it comes to calculating customer profitability, how good is “good enough”? How accurate is accurate enough?
  • What do I do if my internal team can’t reach agreement on a set of value-drivers and their relative importance?
  • We track close-rates by sales rep, but they always brush-off the massive variances as being "mix related". Any suggestions?
  • What are some typical things that can hurt lead generation?
  • Why shouldn't we just focus our attention on our largest customers?
  • Why should we care about what's happening in the lead generation process?

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